The formula for overdriving revenue goals is easily defined. Over achievement is dependant upon the vision of senior management; the definition of and agreement on all necessary remedial elements, and disciplined adherence to an agreed upon process.
“Bill is the consummate sales management professional. Having worked with and seen Bill in action for several years, I can attest to his results-driven style. He knows how to build and scale a business-to-business direct and indirect sales organization for enterprise-class and small business customers. He has experience in a range of verticals and a variety of high-tech products and services. Bill is a process-oriented sales manager who adapts well to changing parameters in the business environment. He’s a “No BS” executive driven by facts, data, and metrics. I would welcome the opportunity to work again with Bill.”
--John Peters EVP, Concentric Network Corporation

“Bill is a career sales leader with an outstanding track record of delivering results across all sales channels direct and complementary channels. He is operationally driven around metrics, funnel and forecast management. Ensures behavioral consistency, successful attainment or over achievement of corporate financial objectives. The hidden talent that may not be visible to all is his coaching ability with his direct team and key individuals within his organization. A strong channel strategist with the proven operational discipline required for any sales leader today.”
--Martyn Etherington Vice President Worldwide Marketing & Sales Operations, Tektronix/Danaher

The WCE Methodology

WCE successfully applies a structured, replicable three phase process that uncovers and assesses the effectiveness of all elements both directly and indirectly tied to sales and channel strategy. This process identifies and prioritizes all symptoms perceivably affecting revenue velocity, then analyzes these symptoms to methodically drive to the true root cause of revenue shortfalls.

WCE Methodology

Phase I

A pre-defined assessment process including: Engagement with the company’s highest ranking officer, i.e. CEO/President; board members; executive staff, and appropriate sales management and staff, channel partners and customers to clearly understand all perceived contributors to revenue performance.


Thorough assessment of the existing alignment between all company and market strategies, including financial and operating plans, and sales and channel strategy.


A resulting written assessment, and time based proposal for the Phase II steps necessary for 100% validation of all Phase I conclusions regarding the potential root causes of revenue performance. Requires the buy in and commitment by appropriate organization members to maximize success.

Phase II

A facilitated group session(s) with key client stake holders intended to quantitatively identify, validate and reach consensus on the actual primary root cause(s) of all revenue growth challenges.


The presentation of a detailed, quantifiable set of actions intended to address all critical root cause elements identified in Phase II. Includes a resulting execution strategy mutually agreed upon with client executive management that allows WCE the necessary time and access to client resources to initiate remedies and deliver quantified results.

Phase III

WCE assumes the role of program manager overseeing the execution of all recommended actions in order to achieve the success metrics mutually agreed upon in Phase II. Program management includes the oversight of client internal and external resources necessary for successful implementation and ownership

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